GTM Acceleration Lead, Value Selling

Vercel is the agentic infrastructure company. We free people and agents to ship what’s next.

For more than a decade, Vercel has shaped how the web is built. As the team behind Next.js, v0, and AI SDK, we create products that help builders move from idea to production with speed, security, and exceptional developer experience.

Now, software is entering a new era, and the next generation of products will not just be used by people. They will be built, extended, and operated by agents.

We are building the platform for that future, trusted by companies like OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. Whether you’re building our products, supporting our customers, growing our community, or shaping our story, you’ll help define what comes next.

Vercel is hiring a GTM Acceleration Lead to own the system that makes Account Executives (AEs) effective in enterprise sales. Build repeatable plays, business value models, and coaching systems. Drive consistent deal creation, progression, and wins. Measure impact on revenue, not content created or trainings delivered.

The role includes in-office anchor days on Monday, Tuesday, and Friday out of one of our offices (SF, NYC, Austin).

• Need for repeatability: Replace hero selling with a system that scales across the AE org
• Product surface growth: Translate new launches into field-ready value narratives within one sprint
• Shift to consumption pricing: AEs must size, position, and defend Flex Commit deals with finance buyers

Translate Product to Business Value

Build Sales Plays

Prepare for Consumption Selling

Bridge Engineering, Product, and Sales

Build Coaching Systems

What This Role Does Not Own

• Map features to outcomes by persona: CTO, VP Engineering, CFO, line of business
• Build discovery playbooks with questions, proof plans, and competitive positioning
• Create ROI models and business cases with quantified impact
• Train AEs on pricing and packaging: Flex Commit, usage estimation, growth models, objections

• Enterprise AE experience with deals over $100K
• Technical fluency in architecture and AI infrastructure
• Ability to build ROI models and teach value selling
• Systems thinker who builds scalable programs
• Builder mindset. Ships v1 and iterates

• Developer tools or infrastructure sales experience
• MEDDPICC or similar methodology
• Consumption pricing experience
• Proven impact on revenue metrics
• Deeply AI pilled, already uses AI to level up others not just self

The San Francisco, CA base pay range for this role is $189,000 - $231,000. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process.

Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.

• Competitive compensation package, including equity.
• Inclusive Healthcare Package.
• Learn and Grow - we provide mentorship and send you to events that help you build your network and skills.